B2B marketing and sales are sophisticated and complex. This presentation will help you get through this complexity,

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RESEARCH – ANALYTICS - PROCESS
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5 Pillars for
B2B Marketing & Sales Success

2. THE 5 PILLARS FOR B2B MARKETING
& SALES SUCCESS
1. The Foundation
2. The Process
3. Marketing Elements
4. Selling Elements
5. Strategic Account
Management (SAM)

3. PILLAR #1
THE FOUNDATION

4. FOUNDATION OF B2B SUCCESS
1.Know Ideal Client Company
2.Know Ideal Client Personas
3.Know Client Goals
4.Know Client Issues
5.Know Your Value Proposition
6.Know Your Differentiators
7.Know Your Competition

5. PILLAR #2
THE PROCESS

6. B2B Business Coach
THE B2B BUYING PROCESS
1. Factors Affecting The Buy
2. Five Buying Stages
3. Social Proof
4. Why B2B Buys
5. Five Influencers

7. B2B Business Coach
PILLAR #3
B2B Marketing
Elements

8. •Marketing Plan
•Website
•Content - Blog – Insights, Teaching,
Debates, etc.
•Video, Audio, Articles, eBooks, etc.
•LinkedIn; YouTube; Twitter; Google+
•Email
•Speaking
•Webinars; Seminars; Teleseminars
•Ads – PPC
•PR
BEST B2B MARKETING ELEMENTS

9. PILLAR #4
B2B SELLING
ELEMENTS

10. B2B Business Coach
• Sales Playbook
• Qualifying – GAIM Plan + BANT
• Demos
• Proposals – RFP’s
• Objections
• How To Close
• Relationship - Knowledge
• Importance of KAM’s
SELLING ELEMENTS

11. B2B Business Coach
PILLAR #5
STRATEGIC
ACCOUNT
MANAGEMENT

12. • Knowledge Requirements
• Industry & Client research
• Opportunities
• Client Management Framework
• Outputs
• Issues Resolution
• Relationship Management
• CRM
STRATEGIC ACCOUNT MANAGEMENT

13. Breadth of business issues
Depthofbusinessrelationship
Vendor
Preferred
Supplier
Solution
Provider
Trusted
Partner
Source: Adapted from The Trusted Advisor
Tactical Strategic
Strategic
Business Advisor
RELATIONSHIP COMMITMENT

15. • RESEARCH
• ANALYTICS
• PROCESSES
OTHER ELEMENTS

16. ian@maximizebusinessmarketing.com
CONTACT